Category Archives: Business Development and Sales

Getting in Front of Decision Makers

Broadview Coaching

I believe there are three primary types of conversations that will help us generate business: 1) Discovery/Enrollment Conversations — These conversations are only for when someone has expressed a need and wants to explore working with you. If you missed my last article, I detail how to do this effectively.  (Hint — pitching your services isn’t it!) 2) Strategic Alliance Conversations — There are many types of Strategic Alliance Conversations (six primary ones for professional coaches), and all involve collaborating … Read more…

Stop Pitching Your Services (Please 😊)

Broadview Coaching

The other day, I was talking with a prospect who was lamenting not getting in front of decision makers in organizations to pitch her coaching and training services.  She was extremely frustrated because her well-oiled network wasn’t coming through for her. The reality is that decision makers are busy people.  If they don’t currently have a need, they don’t want to spend an hour with someone pitching unnecessary services.  If you are lucky enough to get time with them, often … Read more…

Avoid Getting Ghosted

Broadview Coaching

Have you ever had what you thought was an amazing conversation about a coaching or consulting project with a client that ended in them asking you to send a proposal, and then when you sent it, you hear crickets? A week later when you check in, and you still hear nothing back. Then, your Saboteur goes wild with assumptions. Maybe you think, “How could I have been so wrong? I thought this was going somewhere! I’m going to have to … Read more…

Crafting Your Personal Story

Broadview Coaching

Several months ago, I received a message from the father of one of my childhood friends who I haven’t seen in over 30 years. I spent a lot of time at the Banks’ house back in high school, and we had many fireside chats through the years. It was an unexpected delight to hear from him. In his message to me one of the things he said was “You know what I remember most about you? You listened to people.” … Read more…

Don’t Build a Coaching Program No One Wants

Broadview Coaching

Have you ever launched a coaching program that didn’t sell? When I work with a client and we’re talking about one of these ‘failed’ launches, my first question is always, “Did you involve your ideal client in the process?” The answer is almost always no. Designing and creating an engaging coaching program takes a lot of time, energy, and effort. As a result, you are going to be more successful if you build something that you know your clients will … Read more…

How to Determine Your Prices

Broadview Coaching

A big question I hear from coaches all the time is “Coaching prices seem all over the board. How do I determine the right price for my packages?” There are many factors that go into determining pricing, and some of them can feel a little grey. Let’s take a look at some of the biggies. 1) Your Offer Obviously, the first thing to look at is what your offer is and the value of that offer. What’s your package? How … Read more…